Financial Services Selling Skills – Guidelines for Asking Questions

Tom Hopkins

Three Guidelines for Asking Questions Because asking good questions is such an integral part of good selling I’ve given the matter a lot of study and thought over the years. I’ve boiled down all that knowledge into three basic guidelines. Guideline #1. Establish a bond before you attempt to control the process with questions. Establishing [.] Related posts: The Advantages of a Career in Financial Services. The Financial Services Presentation.

Guidelines for Effective Management Performance

Your Sales Management Guru

Guidelines for Effective Management Performance. Share this with your management team. As I was refilling my book shelves (see previous blog) I found the following bullets from Dale Carnegie & Associates, the copyright was 1967 and updated 1981. All the information is highly pertinent for today’s biggest sales management challenges; my white paper on The Job of Sales Management that is located on my website is somewhat similar but specific to the job functions of the sales manager.

Trending Sources

Guidelines For Asking The Best Quality Questions In A Sales Meeting

MTD Sales Training

The brain is the most wonderful computer on the planet. In fact, it’s pretty much an insult to the brain to compare it to a computer. Even the most powerful computer built is left a distant second to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Meetings ask the right sales questions great sales meetings Questioning Skills

The Science and Art of Selling by Alen Mayer ? Blog Archive ? How.

The Science and Art of Selling

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Time to Drink from the Glass of Sales Optimism

Increase Sales

If you require some assistance, please use what I call the 4 Points to Sales Success (see below) along with the guidelines. Download Guidelines 4-pts-success-sales-tool-guidelines (PDF File). 2017 appears to be one of optimism if we believe a recent poll by Morning Consult.

New Leads Study Supports Quickness and Follow Up

Score More Sales

Creating a guideline for your team to follow can increase success of conversion. A sales leader asked me yesterday, “What do we do with the sales reps that are not following up on the 50% of leads coming in that don’t get called more than once?”.

Is Your Science Killing Your Art?

Quota Factory

There is a significant difference between Rules and Guidelines. The Art needs guidelines – some parameters to live within in terms of how you speak to a prospect. The guidelines around messaging have been replace by conversation trees.

How Women in Sales Boost the Bottom Line

No More Cold Calling

Yet, many sales leaders are not hiring enough women in sales , or providing support and guidelines for their careers. Wake up call for sales leaders: If you don’t have enough saleswomen on your team, you’re at a disadvantage. Women are just plain naturals at selling.

Sales Leaders: Do You Know the Rules of Engagement?

The Sales Hunter

Are there rules or guidelines a sales leader needs to follow to be called a sales leader? What makes you a sales leader? And it starts with how you lead your people versus how you lead your customers. A sales manager is going to manage the customer. But a sales leader is going […].

Guidelines for Professional Gift Giving

SalesGravy

Shop now and send early so your gift does not get lost in the shuffle or arrive after your client has left for the holidays. Your corporate gift ought to be delivered no later than December 17th in case your client is taking the week off. The

Control Your Destiny: Guidelines for Developing a Positive Mindset

SalesGravy

Unfortunately, it is common to hear, “I am just the way I am. It is my nature and temperament. Impossible to change.” This is absolutely untrue. In the face of negativism, change is not only possible but highly recommended. But, first, learning a n

Results You Can Achieve From The Visual Impact of Mind Maps

Fill the Funnel

Tony Buzan, the creator of mind mapping, outlined some guidelines for creating mind maps. Buzan understood that, and that is why his guidelines call for colorful visuals. Most of them focused on the visuals.

Sales Leadership Temperament of Assertive Part 28

Increase Sales

Overall results become secondary to how closely you followed the guidelines.” Have you ever met one of those “pushy” salespeople? Did you ever wonder why they were this way?

CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

Marketing can provide social selling guidelines and tools. Guideline Toolkit: Training and steps on how to leverage LinkedIn. World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings.

Email Is Still The Powerhouse!

Fill the Funnel

Use them responsibly, and within the accepted guidelines of the email industry and you will prosper. Ever wonder why your inbox is always jam-packed? Simple answer is: Email works! Don’t believe me? Every credible source is telling you the same thing.

Email Is Still The Powerhouse!

Fill the Funnel

Use them responsibly, and within the accepted guidelines of the email industry and you will prosper. Ever wonder why your inbox is always jam-packed? Simple answer is: Email works! Don’t believe me? Every credible source is telling you the same thing.

Four Steps to Successfully Bringing Products to Market

Sales Benchmark Index

Pricing Guidelines. Six months ago your company launched a new product. It didn’t produce the expected results. The buzz around the water cooler is that marketing botched it from the get-go. The sales team didn’t have a chance. And so the finger pointing begins.

[Message to Management]: The Plea of a Struggling Sales Rep

No More Cold Calling

Learn how your new hires do their best work, and set guidelines for how and when the two of you will communicate. Are you coaching your sales team, or leaving them to fend for themselves? “ I’m not whining.

Churn 106

How B2B Buyers Search for Tech Solutions

Tenfold

Put together an implementation guideline, as well as an accessible resource center for the guidelines, necessary tools and other information regarding your digital integration. Information in today’s digital milieu has always been a double edged sword for sales and marketing.

How to Avoid The Impossible Quota

Sales Benchmark Index

Download our Quota Metrics Tool to see best in class Quota Setting Guidelines. It’s that time of year again. Last minute deals are being pushed through with discounts. Prospects aren’t responding to phone calls. And Sales Leaders are handed their 2013 goals by the CEO.

Quota 121

It’s Time to Discover if You Are You Genuinely A Leader Or Merely A Manager?

Jonathan Farrington

Leaders develop guidelines with their team – they constantly enlarge the guidelines as the team becomes willing to accept more responsibility. “There is a difference between leadership and management. Leadership is of the spirit, management is of the mind.

How to Fix Your Lead Problem

Sales Benchmark Index

Is the content maintaining your companies’ branding guidelines? #3: As a Marketing Leader, you are expected to contribute to the revenue goal. How much of this will come from new customers? Mature marketing organizations ex pect this number to be upwards of 30%.

Leads 97

How to Fix Your Lead Problem

Sales Benchmark Index

Is the content maintaining your companies’ branding guidelines? #3: As a Marketing Leader, you are expected to contribute to the revenue goal. How much of this will come from new customers? Mature marketing organizations ex pect this number to be upwards of 30%.

Leads 97

How to Handle a Referral: A Step-by-Step Guideline By Mike Krause

Sales Training Advice

According to a Rain Today survey of over 200 businesses that hire service providers, referrals from trusted sources were the most important factor in a hiring decision. Ironically, handling referrals correctly is an often overlooked portion of business etiquette. Always Remember This… A referral is a vote of confidence. You have impressed someone (e.g. friend, colleague, client) enough with your services to the point where they feel compelled to recommend you to someone else.

Do You Really Know Your Best Customers?

Sales Benchmark Index

He gave reps guidelines on customer time. Who is your ideal customer? When we sit down with Sales Executives, this is one of the first questions we ask. It seems simple. But it is deceptively complex. Ask four different reps, and you’ll get four distinct answers.

Effective Social Media Marketing Educates

Increase Sales

I used this format as a guideline for this article published on LinkedIn Pulse: Putting the How into Employee Engagement. With social media, much of the marketing focus has shifted away from what makes basic and good marketing.

Sales managers – tips to fix the time sieve

Sales Training Connection

Discuss with your sales team the preferred way to communicate – While there isn’t a universal answer, a few simple guidelines can help. Sales managers and the time sieve.

Competition: The Invisible Enemy of Compensation Planning

Sales Benchmark Index

It''s a useful guideline but does not answer the following questions: How much is the competition paying for sales talent? Each year, HR professionals pay for benchmark compensation data. For many, the information is the nearly the same each time.

Stay Relevant During an Industry Shift

Sales Benchmark Index

Guidelines for scoring each competency based on the candidates answers. Many industries are shifting. The definition of an industry shift is perhaps best understood by looking at a few examples.

Never Let A Good Plan Get In The Way Of Success!

The Pipeline

They are guidelines not divine declarations, every day your process does not evolve in some way, is a day you fall behind. By Tibor Shanto – tibor.shanto@sellbetter.ca .

[Message to Management]: 74 Percent of Salespeople Are Failing

No More Cold Calling

Learn how your new hires do their best work and set guidelines for how and when the two of you will communicate. With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed. Did you learn to sell in school? I didn’t.

Selling Skills Assessment

Tom Hopkins

Financial Services Selling Skills – Guidelines for Asking Questions. Diagnose Your Strengths and Weaknesses as a Salesperson As a corporate sales trainer, I am often asked about the traits and characteristics salespeople should develop in order to increase sales.

How BMW Would Have Benefited from Social Selling

Sales Benchmark Index

Will they promote the brand according to corporate guidelines? Sales Operations leaders have seen the power of Social Selling. The top of the funnel is filling with highly qualified prospects. Leads are being nurtured daily by reps through their LinkedIn updates and Twitter Feeds.

Neuroscience Confirms We Buy on Emotion & Justify with Logic & yet We Sell to Mr. Rational & Ignore Mr. Intuitive

Insight Demand

While the science of decision making remains a relatively young science, and more research needs to be done, there are some guidelines that salespeople can use to help buyers make better decisions.

5 Steps to a Successful Sales Strategy

SalesEngine

These specific guidelines ensure there is no ambiguity and clearly communicate the long-term goal to the team. These tips are just a guideline for developing an effective sales strategy. Sales revenue is one of the most important factors in determining the success and progress of a company. With this in mind, it’s extremely important to develop a strategic plan for propelling your business forward.

Sales 13

Combo Article Friday - Finding New Business and Sales

Understanding the Sales Force

If there is a salesperson who you would like to nominate, instructions and guidelines are here. Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever.

Will Google’s Latest Algorithm Change Affect Your Content Marketing Strategy?

Sales Benchmark Index

The piece from the Infographic site that really has marketers talking is the 43 page Search Quality Rating Guidelines. Your ears should perk up when you hear of a major Google algorithm update. Marketing leaders immediately want to know if they were affected.

Google 109

Another New Sales VP - Now What?

Sales Benchmark Index

Social Selling Guidelines. The average tenure of a B2B Sales VP is about 18 months. That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP.

Churn 105

52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

Within the six chapters of this must have guide, you’ll get tips and guidelines on; being a phenomenal coach for a sales force, hiring and firing, inspiring a sales team to want to achieve and exceed their goals, and more.

Why A Sales Leader Should Care About Marketing Methodology

Sales Benchmark Index

Your Marketing Methodology is simply your company’s guidelines or procedures for marketing your solutions. A trend is emerging among Sales SVPs: they Make the Number every other year. You make it - the CEO “rewards” you with a huge increase. Miss it - the next year the goal is more reasonable.